Job DescriptionJob PurposeThe Account Manager will build strong relationships with key internal and external stakeholders and grow the Canadian territory revenue of the Standards business, with a primary focus in the Reference Materials and Analytical Standards product lines.
Key Responsibilities - Own all assigned Commercial accounts and Strategic site-level locations (e.g., regional labs for multinationals), representing the entire LGC Standards portfolio across all end-markets (Pharma, Biotech, Environmental, etc.) to build new and maintain existing account relationships
- Identify and close new opportunities, attained from either prospecting as self generated leads or from marketing as marketing qualified leads
- Involve additional LGC Standard's team members (e.g., end market sales managers, quoting specialists, etc.) on an as-needed basis to best service customer needs and to achieve the highest level of customer experience
- For relevant sites at specific strategic accounts, the account manager will collaborate with the strategic account manager to conduct planning and customer reviews
- The account manage will use LGC's sales tools to manage prospects, existing accounts, new opportunities, the active pipeline and relevants sales forecasts in an accurate and timely manner
- Develop an in-depth understanding of key LGC products and their applications
- Meet and exceed assigned sales targets for LGC Standards.
- Actively engage with customers (e.g., email, phone calls, in-person visits, etc) to qualify leads, convert prospects, follow-up on quotations and drive new sales; the account manager will accordingly maintain CRMs with up-to-date customer information
- The account manager will increase awareness of the LGC Standards brand by organizing and attending exhibitions, seminars and other events, and by serving as a company representative during working hours
QualificationsExperience Requirements- B.S. in chemistry, physics, biochemistry, biology, or equivalent
- At least 5 years' experience in selling technical products used in research laboratories. Prior successful key account management experience dealing with central procurement is preferred
- Able to read and interpret documents such as RFQs, contracts, operating and maintenance instructions, and procedure manuals
- Experience with customer relationship management platforms, such as Sales Force and Desk. Expertise in Microsoft Office products is a plus
- Outstanding commercial awareness and planning abilities
- Proven track record meeting and exceeding sales targets
- English fluency. Fluency or proficiency in other languages (French) are a significant advantage
- Willing to travel up to 25% within Canada as required.
Core Competencies - Sales & Engagement: uncovering needs, demand generation, persuasion & negotiation, account management
- Product Knowledge: value propositions, solution development
- Market Knowledge: comeptetive landscape, positioning, and industry trends
- Account Management: relationship management, cross & up-selling skills, customer retention, opportunity creation and conversion
Additional InformationThe typical pay range for this role is:
Minimum: CAD$ 75,165 / Yearly
Maximum: CAD$ 101,694 / Yearly
This range represents the low and high end of the anticipated salary range for the position. The actual base salary will depend on several factors such as: experience, skills, and location.
What we offer (Canada based-employees)- Competitive compensation.
- Comprehensive medical, dental and vision benefits for employees and dependents.
- RRSP with matching employer contribution.
- Group retirement plan.
- PTO and Personal Care Days.
- Professional development and extended growth opportunities across the TRC and LGC networks.
- Subsidized corporate gym membership with GoodLife Fitness and store and restaurant discounts.
- Cheer Program where employees are recognized for outstanding work.
- Companywide social events.
